The Challenger Customer

Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn't enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that's the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That's simply human nature; it's much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research--based on data from thousands of B2B marketers, sellers, and buyers around the world--the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don't: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson's inability to get an individual stakeholder to agree to a solution. More often it's that the stakeholders inside the company can't even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.

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  • Author : Brent Adamson
  • Publisher : Portfolio
  • Pages : 268 pages
  • ISBN : 1591848156
  • Rating : 4/5 from 21 reviews
CLICK HERE TO GET THIS BOOKThe Challenger Customer

The Challenger Customer

The Challenger Customer
  • Author : Brent Adamson,Matthew Dixon,Pat Spenner,Nick Toman
  • Publisher : Portfolio
  • Release : 03 December 2021
GET THIS BOOKThe Challenger Customer

Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn't enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that's the last person you need.

The Challenger Sale

The Challenger Sale
  • Author : Matthew Dixon,Brent Adamson
  • Publisher : Penguin
  • Release : 10 November 2011
GET THIS BOOKThe Challenger Sale

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may

The Effortless Experience

The Effortless Experience
  • Author : Matthew Dixon,Nick Toman,Rick DeLisi
  • Publisher : Penguin
  • Release : 12 September 2013
GET THIS BOOKThe Effortless Experience

Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they’ve turned their research and analysis to a new vital business subject—customer loyalty—with a new book that turns the conventional wisdom on its head. The idea

The Challenger Sale

The Challenger Sale
  • Author : Matthew Dixon,Brent Adamson
  • Publisher : Penguin
  • Release : 10 November 2011
GET THIS BOOKThe Challenger Sale

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may

The Challenger Customer

The Challenger Customer
  • Author : Brent Adamson,Matthew Dixon
  • Publisher : Createspace Independent Publishing Platform
  • Release : 14 July 2017
GET THIS BOOKThe Challenger Customer

Happy customers are repeat customers. In Customer Success for C# Developers, author Ed Freitas frames software developers as an essential part of providing exemplary customer service, whether they're part of helpdesk staff or experienced team leaders. By looking at how traditional helpdesks are oriented and the resulting behaviors, Freitas proposes a different approach that transforms customer support from a required, yet often neglected department, to one that can generate recurring and new business for your company. Along the way, Freitas

Analysis of of Brent Adamson and Matthew Dixon's the Challenger Customer

Analysis of of Brent Adamson and Matthew Dixon's the Challenger Customer
  • Author : Sumoreads
  • Publisher : Createspace Independent Publishing Platform
  • Release : 29 January 2018
GET THIS BOOKAnalysis of of Brent Adamson and Matthew Dixon's the Challenger Customer

PLEASE NOTE: This is a summary, analysis and review of the book and not the original book. In The Challenger Customer: Selling to the Hidden Influencer who can Multiply Your Results authors Abramson, Dixon, Spenner, and Toman present a new method for sellers to see more success. They base their methods around finding a stakeholder, who will support and advocate for the purchase. This SUMOREADS Analysis offers supplementary material to The Challenger Customer to help you distill the key takeaways,

The Burning Blue

The Burning Blue
  • Author : Kevin Cook
  • Publisher : Henry Holt and Company
  • Release : 08 June 2021
GET THIS BOOKThe Burning Blue

The untold story of a national trauma—NASA’s Challenger explosion—and what really happened to America’s Teacher in Space, illuminating the tragic cost of humanity setting its sight on the stars You’ve seen the pictures. You know what happened. Or do you? On January 28, 1986, NASA’s space shuttle Challenger exploded after blasting off from Cape Canaveral. Christa McAuliffe, America’s “Teacher in Space,” was instantly killed, along with the other six members of the mission. At least

Eating the Big Fish

Eating the Big Fish
  • Author : Adam Morgan
  • Publisher : John Wiley & Sons
  • Release : 03 April 2009
GET THIS BOOKEating the Big Fish

EATING THE BIG FISH : How Challenger Brands Can Compete Against Brand Leaders, Second Edition, Revised and Expanded The second edition of the international bestseller, now revised and updated for 2009, just in time for the business challenges ahead. It contains over 25 new interviews and case histories, two completely new chapters, introduces a new typology of 12 different kinds of Challengers, has extensive updates of the main chapters, a range of new exercises, supplies weblinks to view interviews online and offers supplementary downloadable

The Challenger Launch Decision

The Challenger Launch Decision
  • Author : Diane Vaughan
  • Publisher : University of Chicago Press
  • Release : 04 January 2016
GET THIS BOOKThe Challenger Launch Decision

When the Space Shuttle Challenger exploded on January 28, 1986, millions of Americans became bound together in a single, historic moment. Many still vividly remember exactly where they were and what they were doing when they heard about the tragedy. Diane Vaughan recreates the steps leading up to that fateful decision, contradicting conventional interpretations to prove that what occurred at NASA was not skullduggery or misconduct but a disastrous mistake. Why did NASA managers, who not only had all the information prior

SUMMARY: The Challenger Sale: Taking Control of the Customer Conversation: BY Matthew Dixon & Brent Asamson | The MW Summary Guide

SUMMARY: The Challenger Sale: Taking Control of the Customer Conversation: BY Matthew Dixon & Brent Asamson | The MW Summary Guide
  • Author : The Mindset Warrior
  • Publisher : K.P.
  • Release : 01 January 1970
GET THIS BOOKSUMMARY: The Challenger Sale: Taking Control of the Customer Conversation: BY Matthew Dixon & Brent Asamson | The MW Summary Guide

An Easy to Digest Summary Guide... ★☆BONUS MATERIAL AVAILABLE INSIDE★☆ The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? ✅ Maybe you haven't read the book, but want a short summary to save time? ✅ Maybe you'd just like a summarized version to refer

The Challenger

The Challenger
  • Author : Taran Matharu
  • Publisher : Feiwel & Friends
  • Release : 11 August 2020
GET THIS BOOKThe Challenger

The stakes are higher than ever in The Challenger, the second book in the Contender YA trilogy by the New York Times bestselling author of the Summoner series, Taran Matharu. The first battle is over, but the Game is just beginning... Cade Carter and his friends have survived the qualifying round of the mysterious overlords' twisted games, decimated by the loss of so many of their comrades during the fight. But they have no time to mourn, for the next

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
  • Author : Neil Rackham
  • Publisher : McGraw Hill Professional
  • Release : 22 June 1996
GET THIS BOOKThe SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case

SPIN® -Selling

SPIN® -Selling
  • Author : Neil Rackham
  • Publisher : Routledge
  • Release : 28 April 2020
GET THIS BOOKSPIN® -Selling

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value

Slow Down, Sell Faster!

Slow Down, Sell Faster!
  • Author : Kevin Davis
  • Publisher : AMACOM
  • Release : 05 January 2011
GET THIS BOOKSlow Down, Sell Faster!

The biggest mistake you're making in your sales career right now is equating a faster pitch with a faster close. Believe it or not, you will actually experience greater success if you slow down. Slow Down, Sell Faster! shows you how to stop jumping the gun and work with your customers to identify and quantify their real needs, so by the time you begin your pitch in earnest, you're already halfway home. Featuring a simple yet powerful eight-step process and